Pricing isn’t just a number — it’s a strategic weapon.
In this episode of Zero to Traction, JDM and Cameron play The Price is Right (or… very wrong), evaluating real startup pricing strategies and founder justifications. Spoiler: some of them are so bad we want to Venmo the founders $20 just to stop.
Why freemium often means “free regret, no revenue”
When your pricing signals value—and when it screams “feature, not a startup”
The dangers of founder insecurity disguised as “price accessibility”
What happens when you copy your competitor’s pricing but forget the business model
Why “pay what you want” is fine for a punk band, but not for B2B SaaS
Also: Cam finally calls out founders for projecting unprocessed fear onto their pricing model, JDM coins a new MRR acronym (Mostly Regret & Rationalization), and Cass threatens to throw the whole episode into Churn City.
Pricing Roasts
The Freemium Graveyard
Browser extension for freelancers that tracks time, blocks distractions, and sends invoices
$4.99 optional pro tier, “free forever” base
Verdict: Feature, not a business
“You’re not launching a startup — you’re building a nonprofit and don’t know it yet.” – JDM
The Boutique Fitness Budget Bungle
SaaS for small fitness studios
$49/month flat rate, includes everything, no caps
Verdict: Underpriced and unambitious
“They’re leaving money on the yoga mat.” – JDM
The Corporate Cosplay Pricing Model
AI-powered task manager for mid-sized teams
$10K/year license, no usage tracking, no caps
Verdict: Enterprise in name only
“I see no enterprise features, just vibes and a desire to charge five figures.” – JDM
The SaaS Soul Patch
B2B platform for mental health clinics
“Pay what you can,” from $5 to $50/month
Verdict: Therapists deserve better
“Unprocessed fear is not a monetization strategy.” – Cam
Frivolous Thoughts
JDM: “Dreams are where startups go to die.”
Cam recommends Nine Things Successful People Do Differently by Heidi Grant Halvorson — a short, science-backed read to get out of your own damn way.
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